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The New Zealand Railways Magazine, Volume 5, Issue 4 (August 1, 1930)

How Station Staffs May Assist in Securing Business

How Station Staffs May Assist in Securing Business.

I shall be glad if Stationmasters will undertake more generally to work in with the business people of their towns in order to extend the commercial activities of the Department in the direction of obtaining direct contact with actual and potential customers.

I feel sure that a great deal more could be done than at present if Stationmasters would seize the opportunities that come their way to follow up business in the towns and districts served by their stations. To do this I recognize that they must be away from their stations to a somewhat greater extent than may have been the case in the past, and that the same quantity of station work could not be undertaken by them under these circumstances. I wish, therefore, to make it known amongst the staff that due allowance will be made in considering the quality of a Stationmaster's work for the time that he must necessarily put in while operating as the station agent for business in his territory.

For the proper carrying out of this extended activity it would be well that Stationmasters keep in close contact with the Business Agent in their district who will be available when required to assist them both with advice as to the best manner of approach in the effort to secure additional business and by personal assistance when any big business might be more certainly secured if such aid were available.

I cannot too strongly emphasize the valuable opportunities that our station staffs have for protecting our business. They are on the spot and in a position to know of competitive developments as and when they arise. Prompt action in such matters is essential to success, and all members of the staff are enjoined to keep this continually before them and take the initiative whenever opportunity may arise. The capacity of the Commercial Branch to know of developments and to deal with them must necessarily be limited, and unless our organisation is working as a complete team the best results cannot possibly be achieved. The essential function of the Commercial Branch must be to serve as a connecting link between the centre of our organization and the outposts. They are there to give advice and assistance to the Stationmasters and others, and I desire all members to take the fullest advantage of the existence of the Commercial Branch for that purpose.

Another aspect of our business that I think provides scope for a greater measure of co-ordinated effort is in the matter of co-operation between sending stations and receiving stations regarding exchange of information. When a Stationmaster finds traffic flowing away from the rail he should endeavour to ascertain by discreet enquiry and contact with the consignee or consignor (as the case may be) the reason for it. Sometimes this reason will be found to lie with the party at the other end. In such cases the Stationmaster at that end should be fully informed of the page 52 circumstances so that the matter may be taken up with the interested party in appropriate manner. The local Business Agent should also be informed, so that, especially in the event of any question of rating policy or other similar question being involved, the matter may be considered by the Commercial Branch for such further action as may be necessary.

In conclusion, I desire specially to appeal for a close and cordial rapprochement between the staffs at our stations and the members of the Commercial Branch. The closest possible contact should be maintained on all matters affecting the business of the Department, and no Stationmaster or other member of the staff should have any diffidence in seeking the advice or assistance of the Commercial Branch or of making suggestions to that Branch having for their end the protection of the Department's business.

I trust that I shall have the hearty support of all members of the staff in this extension of station work over a wider field than is now covered.